Sales Goals and Revenue Objectives

This lesson shows you how to set realistic revenue targets and calculate the exact number of bids and proposals you need to submit to achieve them. Instead of guessing or chasing every opportunity, you’ll learn how to use proven decision support tools (DSTs) to transform your business development from random activity into a metrics-driven process. By answering core business questions, such as your revenue goal, average contract size, bid/no-bid strategy, and win rate, you’ll establish a clear foundation for your government sales plan.

The training also walks you through both basic and advanced pipeline tools so that new and experienced contractors alike can track opportunities, align prime and subcontracting strategies, and forecast accurately. By focusing on data instead of hope, you’ll avoid the trap of unrealistic expectations and build a GovCon strategy that keeps your pipeline healthy and your revenue goals on track. This approach ensures you know exactly how much business development activity is required to consistently grow in government contracting.